Death of the B2B Sales Rep?

By Warren Shiver

Have you bought a car in the last 18 months? If you want to take a trip down memory lane, walk into a car dealership and buy or lease a new car -- that is, if you can find one given today's supply chain-driven shortages. If the TV series “Mad Men” has taken us back to the world of 1960’s Madison Avenue and three martini lunches, buying a car today from a traditional dealership harkens back to the era of Willy Loman.

Many companies are on their way to radically changing the way they sell. Tesla has pioneered a new direct-to-consumer model that utilizes showrooms where customers place orders online (partly due to state dealer franchise laws). Auto manufacturers are exploring ways to increase direct-to-consumer connections through vehicle automation (again, like Tesla) and smarter online car configurators. Auto dealers are also increasingly focused on modernizing marketing and sales capabilities and maintaining relevance with a new generation of buyers who’ve never seen a “stick shift.”

How has B2B buying and selling changed?

While we are not suggesting the “Death of the Salesman”, as predicted in this Forrester podcast from 2017, we are seeing consequential shifts in buying (and therefore selling) at an industry level and amongst our clients.  These shifts challenge sales leaders to rethink the structure, skills, and support their sales organizations need.

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Your Post-Pandemic Sales Reset: Top 3 Recommendations

By Hope Eyre

A long-time client who’s on his fourth company since we started working with him called me last week. He’s a VP who joined his current firm during the pandemic, so he’s never actually met the sales force that reports to him.

Are you a leader whose sales organization needs to adjust to post-pandemic market conditions or changing company priorities?  Continue reading for our top three recommendations on getting started.

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How Sales Operations Leaders Can Drive Impact in 90 Days

By Erica Abt

Over the last few years, we’ve received an increasing number of questions about how to structure and/or optimize sales operations and enablement roles, while also observing an increase in the decision influence and authority of these roles. As such, we recently embarked on a project to document what success looks like for Sales Ops leaders, including how they can effectively drive impact in their first 90 days on the job. The culmination of this project is an eBook, "A Sales Operations Leader's First 90 Days", which includes a supporting set of frameworks and tools to help Sales Ops leaders establish quick wins and longer term strategy.

Through our project, we interviewed numerous sales operations, enablement, and effectiveness leaders from a variety of industries and sizes of companies in the US and UK. We collected a significant amount of feedback across strategic, organizational, process, technology, and skills-related considerations.

Read more for a high-level overview of our eBook, including a summary of the recommendations and tools we've developed. Each tool links to a download of our eBook and toolkit.

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